Manager, Business Development

Manager, Business Development - Japan

Braze is seeking a proven Business Development leader to drive outbound pipeline growth by managing and coaching our highly ambitious Enterprise Business Development Representative (BDR) team in Japan. This is a permanent, hybrid role based in Tokyo.

About the Role

The Business Development team at Braze is at the forefront of identifying and engaging potential customers, shaping future revenue success. As the Business Development Manager for Japan, you will lead the new business BDR function, reporting directly to the Director of Business Development based in Singapore. This role requires strong self-direction, leadership maturity, and excellent cross-cultural communication skills.

You will work hands-on with the team to:

• Manage hiring, performance, and succession planning for the BDR team.
• Develop and implement strategies for outbound pipeline growth.
• Deliver comprehensive BDR onboarding and continuous enablement training.
• Monitor activity quality, Key Performance Indicators (KPIs), and quota attainment.
• Foster a collaborative, performance-oriented team culture.
• Ensure the team meets monthly, quarterly, and yearly pipeline generation quotas.

This role involves close collaboration with sales, marketing, and partnership leaders to achieve pipeline goals and ensure effective market coverage. You will be part of an energetic, fast-paced team that values collaboration and proactive action.

Key Responsibilities

• Oversee, coach, and quality-check daily activities and quota performance of individual BDRs.
• Hire and efficiently onboard new Enterprise BDRs, providing training on product knowledge, buyer personas, competition, tools, and role-playing.
• Coach BDRs on time management, objection handling, prospecting tactics, and active listening skills.
• Strategize with sales and marketing counterparts on pipeline and prospecting initiatives.
• Establish and maintain a library of prospecting resources for the BDR team.
• Drive operational excellence and continuous innovation within the team.
• Review and maintain metrics for accurate management reporting, including deal forecasting and project updates.
• Provide real-time performance management to BDRs.
• Deliver responsibilities in fluent verbal and written Japanese.
• Manage upwards and cross-functionally with a good standard of verbal and written English.

Requirements

• Language Skills: Fluent in Japanese and business-level English (verbal and written communication required).
• Experience:
  • 4+ years of B2B sales experience, with at least 1+ year in a leadership capacity (Team Lead or Manager).
  • Proven success in an outbound sales environment with consistent quota achievement.
  • Experience managing or mentoring BDRs or Sales Development Representatives (SDRs) is strongly preferred.
  • Track record of cross-functional collaboration in a fast-paced or regional/global organization.
• Skills:
  • Confident self-starter capable of operating independently while aligning with remote leadership.
  • Strong team builder and coach with the ability to motivate and grow a team.
  • Comfortable working in a hybrid regional structure, managing upwards and across the organization.
  • Excellent communicator, clear, concise, and persuasive in both Japanese and English.
  • Organized, data-driven, and detail-oriented with a strong ownership mindset.
  • Familiar with Salesforce and modern prospecting tools (e.g., Outreach, SalesNav, Gong, 6sense).

What We Offer

Braze offers a competitive compensation package, which may include equity. Benefits vary by location, but generally include:

• Retirement and Employee Stock Purchase Plans.
• Flexible paid time off.
• Comprehensive benefit plans (medical, dental, vision, life, disability).
• Family services, including fertility benefits and equal paid parental leave.
• Professional development opportunities, including formal career pathing, learning platforms, and a yearly learning stipend.
• A collaborative and fun culture, recognized as a Great Place to Work®.
• Opportunities to give back to the community.
• Employee Resource Groups.

We are committed to creating equitable growth and opportunities for all. Braze is an equal opportunity employer and values diversity. We encourage candidates to apply even if they do not meet 100% of the listed criteria.